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I attended a great session last night put on by SMEI – Boston regarding “mobile” as part of marketing and sales planning. The discussion lead to understanding mobile as very useful in solving “pinpoint” problems not only in the B-to-C world, like point-of-sale solutions and health care management, but alsoContinue Reading

During the last sales management training session I facilitated, one of the mangers in the room stated that based on analysis of their pipeline data, “We win in 61 days, and we lose in 186 days.” This reinforces the importance of establishing qualifying criteria early on for both marketing andContinue Reading

When sales managers are asked to name their top challenge, they consistently say it is holding sales people accountable and motivating them on an ongoing basis. What I find is that sales managers tend to focus on managing their sales people to results from month-to-month, or quarter-to-quarter. There is littleContinue Reading

December is a bear. Not only is everyone immersed in the holidays, but as a sales or marketing executive, you and your team are driving yearend revenue. And of course, there is next year’s sales strategy to plan, and a kick off meeting to organize. By this time of year,Continue Reading

Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance. Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organizationContinue Reading